I’m not a big basketball fan outside of the home team, but I am a big fan of greatness, and the Miami Heat have my attention. It has my attention, not because of what it means for them, but for what it could mean in the field of sales.

The Heat won the championship last season and unlike a lot of defending champions, they did not get complacent. In fact they got better, a lot better and that’s the lesson to be learned.

Have you had a good day, a good week or even a good month selling? That’s great, but what’s next? Great salespeople are great because their focus is always on the sale they haven’t made yet. The bottom line is this: every salesperson can always be better. Even successful sales can be improved upon, but it is up to you to make sure you are always going forward.

• Constantly review your presentations--Are they working, do they positively reflect whatever it is you are selling and are they customer centered?
• Review your inventory-- I know of no inventory that stays the same, make sure you are on top of all of those changes.
• Review selling techniques--Are they working and are you closing at the right time?

It’s not my intent to tell you not to enjoy your completed sales and the good days, of course you should. If you don’t take the time to enjoy your success, then what’s the point of working in the field? However, it’s one thing to enjoy success and another to rest on it.

Regardless of the field, no one stays the same. You are either getting better or you are getting worse, which is especially true in the field of sales. It doesn’t matter if you are a new salesperson or a 30 year veteran, everyone can be better.

If you completed four sales yesterday, then strive for five today. If you successfully closed two deals this week, then set your goal for three next week. You are not always going to achieve every goal you set, but as long as you are always striving to be better, then success will follow.

FINAO - Brad Huisken